IBM
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Introduction
A career in IBM Software means you’ll be part of a team that transforms our customer’s challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world’s leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp’s offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM’s cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.
Your Role And Responsibilities
- Develop, manage, and close business within accounts in our Strategic Accounts segment.
- Drive the sales cycle from prospect to close, selling the complete HashiCorp, an IBM company’s software suite to key accounts.
- Ensure adoption and consumption of our solutions by clients.
- Follow IBM’s ALEER strategy: Adopt, Land, Expand, Extend, and Renew.
- Land new logos, expand initial use cases, extend into new solutions, and renew existing contracts.
- Engage enterprise accounts to demonstrate how they can succeed with our technology.
- Lead resources, virtual teams, partners, and executive staff around sales opportunities.
- Lead enterprise sales campaigns across Development, IT Operations, and Security Operations.
- Align solutions to customer needs and technical requirements.
- Execute solution and value selling to existing and new clients.
- Articulate and evangelize the company’s vision and products.
- Build a pipeline of revenue and new logos.
- Forecast business accurately on a weekly basis.
- Qualify opportunities using MEDDPICC.
- Coordinate with management, legal, and deal desk for proper documentation and process adherence.
Preferred Education
Bachelor’s Degree
Required Technical and Professional Expertise
- Experience in Security, Open-Source software, Cloud, and Infrastructure software.
- Strategic sales and customer development experience with a record of closing enterprise deals.
- Operational discipline, business planning, and forecasting skills.
- Strong executive presence and interpersonal skills.
- Experience in high-growth environments requiring critical thinking.
- Proven track record of meeting/exceeding goals.
- Proficiency with Salesforce, Clari, Gong, Outreach, Slack, and Tableau.
Preferred Technical and Professional Experience
- Familiarity with IBM and HashiCorp products and services.
Seniority level
- Mid-Senior level
Employment type
- Full-time
Job function
- Sales and Business Development
Industries
- IT Services and IT Consulting
This job posting is active and available.
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